bob francis - Articles

 

Having started working life as an engineer, I quickly moved into sales (yes the car and expense account persuaded me!) I specialised in sales of technical control products and moved through the ranks to become sales and marketing director of a large overseas company.
During that period we inplemented a unique and advanced sales strategy which allowed us to measure the effectiveness of the quality of our commercial relationships with different types of customers. This led on to implementing some KPI's which were highly effective in deliverying the results needed.

For the last few years I have been helping a range of SMEs to grow and develop their businesses. In addition to helping them develop their business strategies and their marketing plans I also implement the action plans that result. I am currently engaged in developing new areas of emarketing that can be applied to small businesses.

On the personal front I enjoy watching Rugby and am a keen supporter of Leicester Tigers. I also enjoy good wine and dining out with our friends. I have also just become a JP (Magistrate) and therefore do not have time for much else!

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E-marketing - Part of an SME's Armoury
E-marketing is one of the newest forms of marketing and provides many opportunities to keep in touch with your existing customers, sell your products and services to new customers and also it opens a new channel for improving sales on the web.This article describes how this can be achieved. Read
By: bob francis | 12/11/2009 | Small Business

Metrics in Sales Management
One way to look at the performance of sales personnel particularly those on the road is to establish a series of metrics that give the manager a good idea of what and how they are doing BEFORE the results come in. Typically a sales manager on seeing below target results will exhort his teams to 'get out there and redouble your efforts' as if doing more of the same thing will improve results. Read
By: bob francis | 30/10/2009 | Sales

How Tendering Can Improve Sales For SMEs
Tendering tends to be a problem for most SMEs. Some whose business is totally reliant on tenders to win orders are adept and know how to play the Tenders game, but the majority are not. Read
By: bob francis | 28/10/2009 | Small Business